How Can I Make Meetings Shorter?

Lunch Cover with Free OfferThe executive vice president of sales in San Francisco was definitely a Driver personality. Cut to the chase. Make your point and shut up.

“I hate meetings! Tell me something I can do to make them shorter and quit wasting my time.”

Easy. Stand up.

When people stop by your office or cubicle, whether invited or not, and you want to make the meeting a quick one, the secret is to make them uncomfortable.

By standing up, they won’t sit down. Your actions tell them to be brief, make their point, and leave.

Other advantages: when standing, you think 20% faster because your heart rate increases by ten beats per minute. Plus, you make quicker and more accurate decisions.

Got a sales meeting? Take out all the chairs. Everyone stands. A one hour meeting will be over in ten minutes.

Stand up when talking on the phone. Your conversations will be shorter, you’ll be more direct, your confidence increases, and you can use your body language to put energy and enthusiasm into your words.

A broker in Los Angeles told me that he removed all the chairs in the sales room where the brokers made their calls. Their sales increased by 35% the first month alone. The only time the brokers could sit down was to enter orders into the computers. But once on the phone, they had to stand. Some of the brokers even went so far as to make stands on their desks so their computers could be at eye level while standing. Think about it. Ever see anyone sitting on the floor at the New York Stock Exchange?
                                               

The above is an excerpt from Lunch? – 20 Sales Questions I’ve Been Asked Over Lunch. You can get a FREE PDF copy at www.FootInTheDoor.com to pass on to anyone you like.

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The Interview

The InterviewThe woman is interviewing for a new position within her company.

  1. How does she feel about the man?
  2. How does he feel about her?
  3. What can be done to change the situation?

 Answers

  1. Joe Navarro (What Every Body Is Saying), ex-FBI agent and body language expert, says the most honest indicators of what people are thinking are found in the positions of their feet and legs. With her knees facing the man, she’s comfortable and wants to be engaged in this conversation.
  2. By using his right knee as a barrier to block the woman, he shows doubt and discomfort. Displaying the “figure 4” leg cross, he’s also more confrontational and ready to argue. The interview is not going well.
  3. The woman should find a reason for both to stand; or do something to get him to uncross his legs. The simple change of body language changes attitudes instantly.

Why Should I Buy From You?

manandwomanworkingThat’s the thought going through the buyer’s mind, whether you’re making the presentation or closing the deal. He’s not asking why he should buy your service or product. He can buy that from anyone. He wants to know what you bring to the table.

You could have acquired that answer on your very first interview with the prospect and saved it to clinch the deal. An effective question for me to ask the client on the first appointment is, “Why am I  here?” The customer is so surprised by the straight-forwardness of the question that he’ll blurt out why he’s unhappy with his current vendor, service, or product and then proceed to tell me exactly what he’s looking for in both me and the service.

When we get to crunch time and he asks, “Why should I buy from you?” I repeat back his own words – the answer – he gave me the first day.

Bait and Hook

Cover Draft 2My grandmother had the legendary reputation in the Austin, Texas, lake country as being one of the best fishermen in the state.

Annie knew how to bait the hook. She had secret bait and hooking methods for the blue catfish, crappie, black bass, and the small mouth bass. Each bait and hooking method was subtly different. Fishermen tried to duplicate her methods to no avail. She could out-fish and out-catch anyone around.

As a 10-year old kid, my grandmother gave me my very first selling lessons. Know what you’re going after. Go where they are. Use the right size hook. Use the right bait. Hook the bait on the hook in a way that attracts the fish. Be patient. Be persistent. Never give up.

Oh, and when a cottonmouth water moccasin swims nearby, bop him on the head with the tip of your pole. You don’t need the competition.

                                                                       

This article is from my ebook Cast in Stone – 45 Sales Fundamentals That Should Never Be Tampered With, available at Amazon, the Apple Store, and Barnes & Noble.

Mind If I Interrupt?

Mind If I InterruptThree minutes earlier the blond interrupted the conversation already in progress between the man and the woman.

  1. Should she remain or move on?
  2. The man is explaining why he made a particular decision. Is he being truthful?
  3. What does the brunet’s body language say?

 Answers

  1. The blond should leave. If the brunet would have turned her feet (to point towards you the viewer), the other woman would have been welcomed into the group. She didn’t so this is a private matter.
  2. With his palms exposed and by forcefully gesturing while making his point, he feels he’s telling the truth as he knows it.
  3. She’d rather not be involved in this conversation. Three indicators: her distance from the man, her lean away from him, and her hands protecting her torso. Her smile is simply a “cover” and the least reliable of the cluster of gestures.